National Sales Director, IFS Distribution

Chicago, IL, United States and 1 more

Job Description

ABM Performance Solutions (APS) is ABM’s self-delivered operational platform which incorporates all of ABM’s offerings into oneحسب consolidated service model. Specifically, APS is our multi-service performance model structured to maintain the built environment with self-delivered services including cleaning, energy, sustainability, safety, resiliency, power, mechanical, electrical, EV‑charging, parking, and operating engineers. Governed by a single contract, APS helps our clients improve operations, drive outcomes, and enhance resiliency and reliability of their facilities while allowing them to better focus on their core business. The National Account Manager, APS, for ABM Performance Solutions is responsible for developing a pipeline of APS opportunities (New and Existing Client Expansion) and converting those opportunities into new business for ABM in line with assigned sales quotaiteks.

The National Account Manager, APS is responsible for partnering

This professional will report to the Vice President Sales, APS and will be responsible for Organic Growth, Client Expansion, and key Retention efforts for APS business.

The National Account Manager, APS executes sales processes in alignment with the IGs ensuring that clients outcomes are achieved, client/occupant/employee/passenger/student experience is positive, ABM financial objectives are met, and sales opportunities are supported. The Sales Director for APS is responsible for meeting the defined sales quota as established by the VPS for APS, working in partnership with the IG’s. The National Account Manager, APS will drive conversion of assigned ABM accounts to APS and all other assigned APS pursuits.

The successful individual functions as the subject matter expert for APS for each pursuit and ensures APS sales process adherence from Qualification, Solutioning and Ops Mobilization for each individual pursuit.

Pay: $130,000 - $185,000 + bonus

The pay listed is the salary range for this position. Any specific offer will vary based on the successful applicant’s education, experience, skills, abilities, geographic location, and alignment with market data.

You may be eligible to participate in a Company incentive or bonus program.

• Develop a pipeline of high potential APS opportunities working closely with Industry Group Operations and Sales teams to achieve annual sales goals and position for long-term results, by selling consultatively, building trust, identifying and developing leads, setting appointments, conducting account research, leading sales calls, and creating relationships within a “Trusted Advisor” approach that leads to new business opportunities for the company.
• Understand ABM and its people, processes, and solutions, through knowing the company and exemplifying our vision and values, describing our services and solutions, and optimizing our resources and technology
• Drive business results by leveraging personal capabilities and qualities, including initiative, decision making, planning, and resilience.
• Build relationships internally for the purpose of fostering collaboration across a complex matrix organization to drive better sales outcomes
• Adhere to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
• Adherence to ABM’s Core Values of Respect, Integrity, Collaboration, Innovation, Excellence and Trust.
• Adopt and execute the processes established by the APS Platform Team for each pursuit, understanding the different nuances of each IG.
• Strong financial acumen with the ability to understand a P&L statement and identify opportunities for margin improvement in each pursuit.
• Ability to develop an internal network (with Functional Groups) and external network (perspective clients, industry, etc.).
• Proactively identify potential risks on assigned opportunities and communicate to leadership for decision or agree mitigation plan
• ountain a leading role in all assigned business development opportunities, including pricing, presentations, and client engagements.
• Use of Salesforce.com and established sales processes across all opportunities.
• Help to drive a culture of safety by incorporating EHS expertise and solutions into proposal responses and leading with safety in client meetings (Moment for Safety)
• Lead multiple pursuits simultaneously.
• Special projects and other duties as assigned.

Relationships and Roles:

• Internal / External Cooperation
APS Platform Team
• Function as key sales business partner and subject matter expert representing the Platform Team on assigned pursuits.
• ABM IG Sales/Operations (Internal)
  • Support each pursuit and drive standard APS sales process
• IG Clients (External)
  • Function as Client Advocate, Key Representative and SME from ABM for APS Client ensure excellence at the point of proposal development and ensure we meet client expectations on all assigned pursuits
• Other Key Relationships (Internal)
  • ABM Industry Group (IG) Leaders, IG Senior Vice Presidents, IG Vice Presidents, Branch Managers, District Managers, Sales and Marketing, Strategic Account Management, Corporate Support Leaders, Directors and Vice Presidents, Finance, Legal, Human Resources
• Accountability & Partners
• IG Leaders, APS Platform Team. IG colleagues and business partners,, Client Experience & Operations Support Team, and Clients, ABM Technical Solutions

Job Qualifications and Desired Attributes:

• Bachelor’s degree preferably in Engineering or Facilities related curriculum, and/or equivalent work experience.
• 10+ years of experience in sales (IFM)
• Experience engaging in client relationships for top tier (US and/or multi-national) corporations or institutions.
• Familiarity and experience with enterprise software solutions related to operating the built environment such as Salesforce.com, CMMS, BAS, BMS, WOM, and IWMS
• Familiarity with emerging technologies such as IoT, VR, AI and Smart Buildings
• Experience in tracking growth activity in a robust CRM System (i.e.: salesforce.com, Microsoft dynamics, etc.)
• Strong understanding of client/market dynamics芽 and requirements
• ... and so on ...

About Us

ABM (NYSE: ABM) is one of the world’s largest providers of integrated facility, engineering, and infrastructure solutions. Every day, our over 100 ofens, ... poda

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ABM is an Equal Employment Opportunity (EEO) employer that does not discriminate on the basis of any trait or characteristic protected by applicable federal, state, or local law, including disability and protected veteran status. ABM is committed to working with and providing reasonable accommodation to individuals with disabilities. If you have a disability and need assistance in completing the employment application, please call View phone number on click.appcast.io. We will provide you with assistanceencio and make a determination on your request for reasonable accommodation on a case‑by‑case basis.

ABM participates in the U.S. Department of Homeland Security E-Verify program. E-Verify is an internet-based system used to electronically confirm employment eligibility.

ABM is a military-friendly company proudly employing thousands of men and women who have served in the U.S. military. With ABM, you’ll have access to a world‑class training program and ample opportunities to use the skills you cambed while serving our country. Whether you’re looking for a frontline or professional position, you can find post‑military career opportunities across ABM.

• Locations Chicago, IL, United States Dallas, TX, United States

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